Sexism in the portrayal of women in advertising has been studied in a variety of different cultur... more Sexism in the portrayal of women in advertising has been studied in a variety of different cultures including the United States, Australia, Britain, Italy, India, Japan and Kenya. A number of broad patterns in the portrayal of women can be discerned from this body of evidence. Women ...
Journal of Product & Brand Management, Jun 1, 2001
This research examines the effects of bundling format (partially-bundled attributes vs. unbundled... more This research examines the effects of bundling format (partially-bundled attributes vs. unbundled attributes) and framing of promotional discounts (rebate, discount and free-options) on perceived quality, price acceptability, perceived value and subsequent purchase intentions. The results indicate that price reductions that are framed as providing``free'' product options are perceived more favorably than conventional discounts which, in turn, are more favorable than rebates, holding the total amount of a price reduction constant. The results also suggest that unbundling of deals (or segregation of gains) enhances these perceptions.
The global retail landscape is changing in some dramatic ways. Retail sales are currently improvi... more The global retail landscape is changing in some dramatic ways. Retail sales are currently improving. At the same time, competitiveness of both the U.S. retail and global marketplace is escalating. Whereas category dominant retailers were once the store of choice for a variety of products, chains like Wal-Mart, Carrefour, METRO Group, Tesco and Target have taken over in most categories ranging from toys to jewelry. As the world's leading retailer, Wal-Mart has a formidable history of providing greater value to consumers than its competitors, in part due to its innovative supply chain management. French-based Carrefour, the world's second largest retailer, operates five different formats in 30 countries (but not in the United States). 1 Based in Germany, METRO Group is ranked fourth in global sales after Wal-Mart, Carrefour, and Tesco, and it operates four different types of retail formats in 32 countries (Table 1). Costco is the sixth largest retailer in the U.S. and the ninth largest in the world. 2 It has developed a unique retailing strategy that has allowed it to outperform other warehouse club stores such as Sam's Club. A critical component of their strategy is value-based pricing. They generally do not markup merchandise more than 14 %, compared to most supermarkets and department stores who markup products 25 and 50 %, respectively. They also create a lot of excitement by offering limited assortments of prestigious merchandise, such as Waterford Crystal, Polo/Ralph Lauren apparel, and fine diamonds. Their total assortment is about 4,000 stock keeping units (SKU), compared to about 150,000 SKU in a typical Wal-Mart store.
Internet retailing has significantly changed the character of retail competition. More and more o... more Internet retailing has significantly changed the character of retail competition. More and more often, ordinary consumers, not just the technologically savvy ones, are making purchases over the Internet. The extent to which e-tailers can build trust will significantly influence the willingness of consumers to make purchases over the Internet. As a result, it is important to better understand the factors that influence consumers' trust in e-tailers. This research models the effects of store name, on-line security guarantee, and money-back guarantee on price expectations and willingness to buy. The results suggest that value-enhancing approaches, like assurances of security encryption and money-back guarantees, are more important for less well-known e-tailers than for their more famous competitors. ᭧ 2003 Wiley Periodicals, Inc. Although Internet retailing has not overturned the brick-and-mortar world of retailing as pundits once predicted, it has made competitive
Journal of Business-to-business Marketing, Jan 23, 2003
(2003). Retail Changes and Their Effects on Business-to-Business Markets. Journal of Business-to-... more (2003). Retail Changes and Their Effects on Business-to-Business Markets. Journal of Business-to-Business Marketing: Vol. 10, No. 2, pp. 79-100.
Internet retailers that attempt to establish a steady customer base by offering the lowest price ... more Internet retailers that attempt to establish a steady customer base by offering the lowest price are not basing their expectations on firm ground. An alternative to low-price strategies is to develop and maintain a loyal customer base. In this paper, we present a framework for developing loyalty via the Internet. Internet strategies should be developed based upon the firm's competencies
Sexism in the portrayal of women in advertising has been studied in a variety of different cultur... more Sexism in the portrayal of women in advertising has been studied in a variety of different cultures including the United States, Australia, Britain, Italy, India, Japan and Kenya. A number of broad patterns in the portrayal of women can be discerned from this body of evidence. Women ...
The global retail landscape is changing in some dramatic ways. Retail sales are currently improvi... more The global retail landscape is changing in some dramatic ways. Retail sales are currently improving. At the same time, competitiveness of both the US retail and global marketplace is escalating. Whereas category dominant retailers were once the store of choice for a ...
It is important to understand that we are not proposing value-cost tradeoff. On the contrary, ret... more It is important to understand that we are not proposing value-cost tradeoff. On the contrary, retailers who pursue cost control and value differentiation simultaneously are the ones who will be successful in the coming decade. Established retailers must create diversified and innovative retail formats that retailers have never offered. Profitability will come from their ability to deliver these innovative formats efficiently from both the cost and the operational perspectives.
Internet retailing has significantly changed the character of retail competition. More and more o... more Internet retailing has significantly changed the character of retail competition. More and more often, ordinary consumers, not just the technologically savvy ones, are making purchases over the Internet. The extent to which e-tailers can build trust will significantly influence the willingness of consumers to make purchases over the Internet. As a result, it is important to better understand the factors that influence consumers' trust in e-tailers. This research models the effects of store name, on-line security guarantee, and money-back guarantee on price expectations and willingness to buy. The results suggest that value-enhancing approaches, like assurances of security encryption and money-back guarantees, are more important for less well-known e-tailers than for their more famous competitors. ᭧
... Berry, Leonard, Kathleen Seiders and Dhruv Grewal (2002), Understanding Service Convenience,... more ... Berry, Leonard, Kathleen Seiders and Dhruv Grewal (2002), Understanding Service Convenience, Journal of Marketing, 66 (July), 1-17. Bhatnagar, Amit, Sanjog Misra and H. Raghav Rao (2000), On Risk, Convenience, and Internet Shopping Behavior, Communications of ...
... Online from: 1992. ... This research investigates the effects of different promotional price ... more ... Online from: 1992. ... This research investigates the effects of different promotional price formats on perceptions of price, quality, value, and purchase intentions ... Thus, we can only assess whether the effect of the promotional frame on purchase intention was mediated by value ...
Journal of Nonprofit & Public Sector Marketing, 2010
This article presents the findings of a study examining the way in which nonprofit organizations ... more This article presents the findings of a study examining the way in which nonprofit organizations raise funds through promotional product offerings. Prospect theory is used as a framework for describing two alternative framing scenarios: a product purchase verses a product gift in return for a donation. The experiment seeks to determine which framing scenario produces a greater likelihood that consumers
Sexism in the portrayal of women in advertising has been studied in a variety of different cultur... more Sexism in the portrayal of women in advertising has been studied in a variety of different cultures including the United States, Australia, Britain, Italy, India, Japan and Kenya. A number of broad patterns in the portrayal of women can be discerned from this body of evidence. Women ...
Journal of Product & Brand Management, Jun 1, 2001
This research examines the effects of bundling format (partially-bundled attributes vs. unbundled... more This research examines the effects of bundling format (partially-bundled attributes vs. unbundled attributes) and framing of promotional discounts (rebate, discount and free-options) on perceived quality, price acceptability, perceived value and subsequent purchase intentions. The results indicate that price reductions that are framed as providing``free'' product options are perceived more favorably than conventional discounts which, in turn, are more favorable than rebates, holding the total amount of a price reduction constant. The results also suggest that unbundling of deals (or segregation of gains) enhances these perceptions.
The global retail landscape is changing in some dramatic ways. Retail sales are currently improvi... more The global retail landscape is changing in some dramatic ways. Retail sales are currently improving. At the same time, competitiveness of both the U.S. retail and global marketplace is escalating. Whereas category dominant retailers were once the store of choice for a variety of products, chains like Wal-Mart, Carrefour, METRO Group, Tesco and Target have taken over in most categories ranging from toys to jewelry. As the world's leading retailer, Wal-Mart has a formidable history of providing greater value to consumers than its competitors, in part due to its innovative supply chain management. French-based Carrefour, the world's second largest retailer, operates five different formats in 30 countries (but not in the United States). 1 Based in Germany, METRO Group is ranked fourth in global sales after Wal-Mart, Carrefour, and Tesco, and it operates four different types of retail formats in 32 countries (Table 1). Costco is the sixth largest retailer in the U.S. and the ninth largest in the world. 2 It has developed a unique retailing strategy that has allowed it to outperform other warehouse club stores such as Sam's Club. A critical component of their strategy is value-based pricing. They generally do not markup merchandise more than 14 %, compared to most supermarkets and department stores who markup products 25 and 50 %, respectively. They also create a lot of excitement by offering limited assortments of prestigious merchandise, such as Waterford Crystal, Polo/Ralph Lauren apparel, and fine diamonds. Their total assortment is about 4,000 stock keeping units (SKU), compared to about 150,000 SKU in a typical Wal-Mart store.
Internet retailing has significantly changed the character of retail competition. More and more o... more Internet retailing has significantly changed the character of retail competition. More and more often, ordinary consumers, not just the technologically savvy ones, are making purchases over the Internet. The extent to which e-tailers can build trust will significantly influence the willingness of consumers to make purchases over the Internet. As a result, it is important to better understand the factors that influence consumers' trust in e-tailers. This research models the effects of store name, on-line security guarantee, and money-back guarantee on price expectations and willingness to buy. The results suggest that value-enhancing approaches, like assurances of security encryption and money-back guarantees, are more important for less well-known e-tailers than for their more famous competitors. ᭧ 2003 Wiley Periodicals, Inc. Although Internet retailing has not overturned the brick-and-mortar world of retailing as pundits once predicted, it has made competitive
Journal of Business-to-business Marketing, Jan 23, 2003
(2003). Retail Changes and Their Effects on Business-to-Business Markets. Journal of Business-to-... more (2003). Retail Changes and Their Effects on Business-to-Business Markets. Journal of Business-to-Business Marketing: Vol. 10, No. 2, pp. 79-100.
Internet retailers that attempt to establish a steady customer base by offering the lowest price ... more Internet retailers that attempt to establish a steady customer base by offering the lowest price are not basing their expectations on firm ground. An alternative to low-price strategies is to develop and maintain a loyal customer base. In this paper, we present a framework for developing loyalty via the Internet. Internet strategies should be developed based upon the firm's competencies
Sexism in the portrayal of women in advertising has been studied in a variety of different cultur... more Sexism in the portrayal of women in advertising has been studied in a variety of different cultures including the United States, Australia, Britain, Italy, India, Japan and Kenya. A number of broad patterns in the portrayal of women can be discerned from this body of evidence. Women ...
The global retail landscape is changing in some dramatic ways. Retail sales are currently improvi... more The global retail landscape is changing in some dramatic ways. Retail sales are currently improving. At the same time, competitiveness of both the US retail and global marketplace is escalating. Whereas category dominant retailers were once the store of choice for a ...
It is important to understand that we are not proposing value-cost tradeoff. On the contrary, ret... more It is important to understand that we are not proposing value-cost tradeoff. On the contrary, retailers who pursue cost control and value differentiation simultaneously are the ones who will be successful in the coming decade. Established retailers must create diversified and innovative retail formats that retailers have never offered. Profitability will come from their ability to deliver these innovative formats efficiently from both the cost and the operational perspectives.
Internet retailing has significantly changed the character of retail competition. More and more o... more Internet retailing has significantly changed the character of retail competition. More and more often, ordinary consumers, not just the technologically savvy ones, are making purchases over the Internet. The extent to which e-tailers can build trust will significantly influence the willingness of consumers to make purchases over the Internet. As a result, it is important to better understand the factors that influence consumers' trust in e-tailers. This research models the effects of store name, on-line security guarantee, and money-back guarantee on price expectations and willingness to buy. The results suggest that value-enhancing approaches, like assurances of security encryption and money-back guarantees, are more important for less well-known e-tailers than for their more famous competitors. ᭧
... Berry, Leonard, Kathleen Seiders and Dhruv Grewal (2002), Understanding Service Convenience,... more ... Berry, Leonard, Kathleen Seiders and Dhruv Grewal (2002), Understanding Service Convenience, Journal of Marketing, 66 (July), 1-17. Bhatnagar, Amit, Sanjog Misra and H. Raghav Rao (2000), On Risk, Convenience, and Internet Shopping Behavior, Communications of ...
... Online from: 1992. ... This research investigates the effects of different promotional price ... more ... Online from: 1992. ... This research investigates the effects of different promotional price formats on perceptions of price, quality, value, and purchase intentions ... Thus, we can only assess whether the effect of the promotional frame on purchase intention was mediated by value ...
Journal of Nonprofit & Public Sector Marketing, 2010
This article presents the findings of a study examining the way in which nonprofit organizations ... more This article presents the findings of a study examining the way in which nonprofit organizations raise funds through promotional product offerings. Prospect theory is used as a framework for describing two alternative framing scenarios: a product purchase verses a product gift in return for a donation. The experiment seeks to determine which framing scenario produces a greater likelihood that consumers
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Papers by Jeanne Munger